Effectives sales enablement training doesn’t come in a one-size-fits-all program, but is best when it’s tailored to specific needs within the sales organization. Hear how Kronos brought its sales and marketing teams together to identify and prioritize sales enablement needs and in the process, developed a new mechanism, the sales leadership council, to ensure those needs were met.

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Aligning to Prioritize
Enablement Investments
Barb Vlacich, VP, Presales & Sales Effectiveness

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What are the goals of Sales Enablement?
• Ensure we are in a position of expertise so people will
look to us for solutions to their problems
• Prove how we are uniquely experienced at solving these
issues.
• Create and position the value of our solution, including
business impact.
• Give the customer the specific reasons that they need to
act now.
And do this all in a way that we are
always moving the deal forward.

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Sales & Marketing Alignment

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“Malysa has basically
become Rob’s COO...”
Charlie DeWitt,
Kronos, VP of Industry Marketing

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Three Steps to Successful Sales Enablement
1. Create an “It’s All About Me” Culture
2. Do Not Prioritize Sales Enablement Needs
3. Treat Everyone Differently

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Create an “It’s All About Me” Culture

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What are the goals of Sales Enablement?
• Ensure we are in a position of expertise so people will
look to us for solutions to their problems
• Prove how we are uniquely experienced at solving these
issues.
• Create and position the value of our solution, including
business impact.
• Give the customer the specific reasons that they need to
act now.
And do this all in a way that we are
always moving the deal forward.

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Do Not Prioritize Sales Enablement Needs

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Have Sales Set the Priorities for You:
Sales Management Council
• What stands in the way of your Reps success?
• What stands in the way your success as a manager?
• What are the most important Selling skills?

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Sales Management Council
• Latest trends in Sales
• Operational Improvement discussions
• EC round tables
• Leadership training
• Pilots

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Sales Management Council

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Sales Management Council

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Treat Everyone Differently

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Ryan Ryan Ryan

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Skill Assessment Reports

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What are the goals of Sales Enablement?
• Ensure we are in a position of expertise so people will
look to us for solutions to their problems
• Prove how we are uniquely experienced at solving these
issues.
• Create and position the value of our solution, including
business impact.
• Give the customer the specific reasons that they need to
act now.
And do this all in a way that we are
always moving the deal forward.

19. 19© KRONOS INCORPORATED September 23, 2013
Three Steps to Successful Sales Enablement
1. Create an “It’s All About Me” Culture
2. Do Not Prioritize Sales Enablement Needs
3. Treat Everyone Differently